B2B Sales Funnel Playbook (That Generated +50% In ...

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Every place a page here uses this source, in the order the words come in it.

1. Here is the truth about the B2B buying process (or customer journey). “After the discovery call, they might do additional research, visit review platforms as Capterra or Clutch, introduce your solution to their boss and team.” During this process, they get dozens of questions like:

   In Buying process discovery

2. A sales funnel (or sales pipeline) is a visualization of your sales process and a set of steps your company makes from sales prospecting to closing deals. “The core purpose of the sales funnel is to divide the sales process into micro stages to figure out where exactly you are losing leads and what part of the sales process needs to be improved.” Regular analysis of the sales funnel helps B2B organizations to increase the close deal ratio, shorten the sales cycle, accelerate sales, and, as a result, hit revenue quota more often.

   In Funnel scenario modeling

3. The core purpose of the sales funnel is to divide the sales process into micro stages to figure out where exactly you are losing leads and what part of the sales process needs to be improved. “Regular analysis of the sales funnel helps B2B organizations to increase the close deal ratio, shorten the sales cycle, accelerate sales, and, as a result, hit revenue quota more often.” While it sounds simple and obvious, lots of B2B companies make the dangerous mistake I’m going to reveal in a moment.

   In Funnel scenario modeling

4. You bet. But here is a caveat: simplifying a sales process was great a hundred years ago. “In a modern B2B world, you deal with multiple competitors, longer sales cycles, and not sales-ready leads (they aren’t seeking your product actively).” That’s why simplifying your lead generation, and sales processes with the AIDA model kill their efficiency.

   In Funnel scenario modeling

5. In a modern B2B world, you deal with multiple competitors, longer sales cycles, and not sales-ready leads (they aren’t seeking your product actively). “That’s why simplifying your lead generation, and sales processes with the AIDA model kill their efficiency.” What’s wrong with AIDA?

   In Funnel scenario modeling

6. Profile enrichment. Marketing has defined the buying committee structure and collected standard information such as HQ address, team size, tech stack, ad spending, and revenue. “Once the lead meets these criteria and sales accept him, this lead becomes a sales-qualified lead (SQL) and moves from marketing to the sales funnel.” Micro stages

   In Hand-off to sales

7. The last goal is to sell or pre-sell your product, depending on the sales process you have. While it sounds obvious, lots of SDRs suck at switching discovery calls from discovery to sales. If you don’t get an explicit confirmation of interest in your product, if you don’t give a clear call to action and agree with the lead on the next steps, chances that you’ll close the deal are minimal. “Juraj suggests agreeing on the exact date and time for the next call, create an event in the calendar and ask your contact to confirm it.” After the call, Juraj makes a follow-up with notes from the request and mentions the points the lead liked and asks if it makes sense to proceed to the next step.

   In Meeting booking and confirmation

8. Deal close rate “It will help you to track the healthiness of your sales funnel, see the yearly revenue trajectory and control the impact of every metric on revenue.” If your CRM doesn’t have a sales pipeline velocity report, you can download my template below, including Getleado’s sales funnel.

   In Metrics